Question 1

In the context of sales communications, canned presentations fail to capitalize on the ability to:

Accepted Answer

A)  communicate well orally. 
B)  keep in contact with the various members of the buying team. 
C)  demonstrate a solid track record. 
D)  adapt to different types of customers and various selling situations. 
E)  perform and deliver consistently at the required level of quality and quantity. 
A)  communicate well orally. 
B)  keep in contact with the various members of the buying team. 
C)  demonstrate a solid track record. 
D)  adapt to different types of customers and various selling situations. 
E)  perform and deliver consistently at the required level of quality and quantity.

Question 2

In the context of a sales dialogue template, which of the following is likely to be a part of the statement of follow-up action?

Accepted Answer

A)  Any information that a salesperson is unprepared to provide during a sales presentation 
B)  A plan to seek customer commitment 
C)  An agenda to provide continuity from one sales call to the next 
D)  An adequate introduction of the salesperson and the salesperson's company 
E)  A succinct and clear demonstration of a salesperson's understanding of a customer's needs and the relevance of the proposed solution 
A)  Any information that a salesperson is unprepared to provide during a sales presentation 
B)  A plan to seek customer commitment 
C)  An agenda to provide continuity from one sales call to the next 
D)  An adequate introduction of the salesperson and the salesperson's company 
E)  A succinct and clear demonstration of a salesperson's understanding of a customer's needs and the relevance of the proposed solution

Question 3

Unless all the stages of the ADAPT process are completed, the customer value proposition will not contain enough detail to be useful.

Accepted Answer

A) True 
 B)False

Question 4

The last section of the sales dialogue template is building value through _____.

Accepted Answer

A)  reinforcement 
B)  needs fulfillment 
C)  needs awareness 
D)  a customer value proposition 
E)  follow-up action 
A)  reinforcement 
B)  needs fulfillment 
C)  needs awareness 
D)  a customer value proposition 
E)  follow-up action

Question 5

Which of the following arguments supports the belief that canned presentations force a purchase decision in a more expedient fashion than other types of sales presentations?

Accepted Answer

A)  Organized sales presentations make an implicit assumption that customer needs and buying motives are essentially homogeneous. 
B)  The written word is usually viewed as being less credible than the spoken word. 
C)  The flexibility of canned presentations allows a full exploration of customer needs and appropriate adaptive behavior by a salesperson. 
D)  The organized sales presentation format is invulnerable to diversionary delay tactics by the prospect. 
E)  The organized sales presentation format may extend the time horizon before a purchase decision is reached. 
A)  Organized sales presentations make an implicit assumption that customer needs and buying motives are essentially homogeneous. 
B)  The written word is usually viewed as being less credible than the spoken word. 
C)  The flexibility of canned presentations allows a full exploration of customer needs and appropriate adaptive behavior by a salesperson. 
D)  The organized sales presentation format is invulnerable to diversionary delay tactics by the prospect. 
E)  The organized sales presentation format may extend the time horizon before a purchase decision is reached.

Question 6

In the context of planning customer encounters, which of the following requirements should salespeople fulfill to maximize the probability of a successful outcome with buyers?

Accepted Answer

A)  Salespeople must conduct sales communications in the right environment. 
B)  Salespeople must be evasive in their communications with buyers. 
C)  Salespeople must obtain customer commitment before initiating communication. 
D)  Salespeople must prioritize immediate self-interests over buyer needs. 
E)  Salespeople must ensure that their communication with buyers is flat and technical. 
A)  Salespeople must conduct sales communications in the right environment. 
B)  Salespeople must be evasive in their communications with buyers. 
C)  Salespeople must obtain customer commitment before initiating communication. 
D)  Salespeople must prioritize immediate self-interests over buyer needs. 
E)  Salespeople must ensure that their communication with buyers is flat and technical.

Question 7

In the context of planning sales dialogues and presentations, which of the following statements is true?

Accepted Answer

A)  It is essential to uncover the emotional buying needs of a buyer before planning sales dialogues and presentations. 
B)  It is essential to understand the competitive situation while planning sales dialogues and presentations. 
C)  It is essential to plan sales dialogues and presentations before questioning a buyer using the ADAPT questioning system. 
D)  It is essential to plan the sales dialogue and presentation in a manner that involves minimal buyer-seller interaction. 
E)  It is essential to plan the sales dialogue and presentation in a manner that ensures the salesperson gets to speak most of the time. 
A)  It is essential to uncover the emotional buying needs of a buyer before planning sales dialogues and presentations. 
B)  It is essential to understand the competitive situation while planning sales dialogues and presentations. 
C)  It is essential to plan sales dialogues and presentations before questioning a buyer using the ADAPT questioning system. 
D)  It is essential to plan the sales dialogue and presentation in a manner that involves minimal buyer-seller interaction. 
E)  It is essential to plan the sales dialogue and presentation in a manner that ensures the salesperson gets to speak most of the time.

Question 8

Once a salesperson has an appointment with a prospect and all the objectives have been established, the salesperson should:

Accepted Answer

A)  record specific information on the prospect, such as the company name and key decision makers. 
B)  introduce himself or herself and familiarize the prospect with the salesperson's company. 
C)  proceed with questions designed to assess the prospect's situation. 
D)  send the sales agenda to the customer. 
E)  appeal to the prospect's primary buying motive by presenting the product's benefits. 
A)  record specific information on the prospect, such as the company name and key decision makers. 
B)  introduce himself or herself and familiarize the prospect with the salesperson's company. 
C)  proceed with questions designed to assess the prospect's situation. 
D)  send the sales agenda to the customer. 
E)  appeal to the prospect's primary buying motive by presenting the product's benefits.

Question 9

When scheduling an appointment with a prospect, it is a good idea to specify the amount of time needed for the meeting.

Accepted Answer

A) True 
 B)False

Question 10

_____ are referred to as complete self-contained sales presentations on paper, often accompanied by other verbal sales presentations before or after the delivery of these paper presentations.

Accepted Answer

A)  Unsolicited sales proposals 
B)  Written sales proposals 
C)  Canned sales presentations 
D)  Formula sales presentations 
E)  Organized sales presentations 
A)  Unsolicited sales proposals 
B)  Written sales proposals 
C)  Canned sales presentations 
D)  Formula sales presentations 
E)  Organized sales presentations

Question 11

As a relatively experienced salesperson, Sally is aware of the different sales communication formats. One of her customers requests for information such as features, benefits, legal information, timeframe, and pricing data about a particular product that Sally is selling. For such a customer, Sally should develop a(n)-_____.

Accepted Answer

A)  directed sales presentation 
B)  written sales proposal 
C)  invitation for bid 
D)  unilateral contract 
E)  white paper proposal 
A)  directed sales presentation 
B)  written sales proposal 
C)  invitation for bid 
D)  unilateral contract 
E)  white paper proposal

Question 12

Because buyers make _____ in their decision processes, salespeople should be prepared for it.

Accepted Answer

A)  competitive comparisons 
B)  uninformed judgements 
C)  sales presentations 
D)  requests for proposals 
E)  value propositions 
A)  competitive comparisons 
B)  uninformed judgements 
C)  sales presentations 
D)  requests for proposals 
E)  value propositions

Question 13

The term sales conversation is used interchangeably with sales call.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is a function of Section 5 of the sales dialogue template?

Accepted Answer

A)  Getting salespeople to identify key competitors and to specify their strengths and weaknesses 
B)  Addressing the critical first few minutes of a sales call 
C)  Linking a prospect's buying motives to specific benefits offered by salespeople 
D)  Getting salespeople to determine the objectives of their respective sales calls 
E)  Developing a statement of how a sales offering may add value to a prospect's business by meeting a need 
A)  Getting salespeople to identify key competitors and to specify their strengths and weaknesses 
B)  Addressing the critical first few minutes of a sales call 
C)  Linking a prospect's buying motives to specific benefits offered by salespeople 
D)  Getting salespeople to determine the objectives of their respective sales calls 
E)  Developing a statement of how a sales offering may add value to a prospect's business by meeting a need

Question 15

When evaluating a sales proposal before submitting it to a buyer, a salesperson needs to verify if his or her sales proposal is well-written and that it:

Accepted Answer

A)  successfully converts the tangibles into intangibles. 
B)  proposes alternative sellers who can satisfy the buyer's unique business needs. 
C)  can appropriately assume what is important to the buyer, without asking the buyer. 
D)  reflects a superficial understanding of the buyer's business operations. 
E)  describes all of the seller's fees, prices, and expenses buyers will incur. 
A)  successfully converts the tangibles into intangibles. 
B)  proposes alternative sellers who can satisfy the buyer's unique business needs. 
C)  can appropriately assume what is important to the buyer, without asking the buyer. 
D)  reflects a superficial understanding of the buyer's business operations. 
E)  describes all of the seller's fees, prices, and expenses buyers will incur.

Question 16

Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product is beneficial and affordable.

Accepted Answer

A) True 
 B)False

Question 17

The two components of the trust-based relationship selling presentation format are _____.

Accepted Answer

A)  need-satisfaction and consultative selling 
B)  functional attributes and psychological attributes 
C)  desired selling and actual selling 
D)  control loss and cybernetic feasibility 
E)  zero-based budgeting and customer defection 
A)  need-satisfaction and consultative selling 
B)  functional attributes and psychological attributes 
C)  desired selling and actual selling 
D)  control loss and cybernetic feasibility 
E)  zero-based budgeting and customer defection

Question 18

Jim is a newly appointed salesperson for SpickandSpan vacuum cleaners. It is his first day on the job, and he is meeting his first prospective buyer who seems interested in a product. Which of the following would be the best way for Jim to start the sales dialogue?

Accepted Answer

A)  Jim should talk about the price of the product. 
B)  Jim should introduce himself and his company. 
C)  Jim should talk about the features and benefits of the product. 
D)  Jim should talk about the strengths and weaknesses of SpickandSpan's competitors. 
E)  Jim should demonstrate the product and help the prospect understand how the product meets his or her needs. 
A)  Jim should talk about the price of the product. 
B)  Jim should introduce himself and his company. 
C)  Jim should talk about the features and benefits of the product. 
D)  Jim should talk about the strengths and weaknesses of SpickandSpan's competitors. 
E)  Jim should demonstrate the product and help the prospect understand how the product meets his or her needs.

Question 19

Which of the following is a disadvantage of using a canned presentation for sales communications?

Accepted Answer

A)  It does not allow for formulation of appropriate responses during the presentation. 
B)  It does not allow for anticipation of questions and objections in advance. 
C)  It is usually incomplete and illogically structured. 
D)  It tends to alienate buyers who want to participate in buyer-seller interaction. 
E)  It can only be used by relatively experienced salespeople. 
A)  It does not allow for formulation of appropriate responses during the presentation. 
B)  It does not allow for anticipation of questions and objections in advance. 
C)  It is usually incomplete and illogically structured. 
D)  It tends to alienate buyers who want to participate in buyer-seller interaction. 
E)  It can only be used by relatively experienced salespeople.

Question 20

Harry is a salesperson for Luxa, a car company. During sales dialogues with potential customers, Harry usually talks about Luxa being a premium car company that is extremely popular among the wealthiest people in the world. Harry does this to:

Accepted Answer

A)  appeal to his customers' emotional buying motives. 
B)  appeal to his customers' rational buying motives. 
C)  state the benefits of buying a Luxa car. 
D)  formalize the buying process. 
E)  outline a Luxa car's must-have attributes. 
A)  appeal to his customers' emotional buying motives. 
B)  appeal to his customers' rational buying motives. 
C)  state the benefits of buying a Luxa car. 
D)  formalize the buying process. 
E)  outline a Luxa car's must-have attributes.

In the context of sales communications, canned presentations fail to capitalize on the ability to:

In the context of a sales dialogue template, which of the following is likely to be a part of the statement of follow-up action?

Unless all the stages of the ADAPT process are completed, the customer value proposition will not contain enough detail to be useful.

The last section of the sales dialogue template is building value through _____.

Which of the following arguments supports the belief that canned presentations force a purchase decision in a more expedient fashion than other types of sales presentations?

In the context of planning customer encounters, which of the following requirements should salespeople fulfill to maximize the probability of a successful outcome with buyers?

In the context of planning sales dialogues and presentations, which of the following statements is true?

Once a salesperson has an appointment with a prospect and all the objectives have been established, the salesperson should:

When scheduling an appointment with a prospect, it is a good idea to specify the amount of time needed for the meeting.

_____ are referred to as complete self-contained sales presentations on paper, often accompanied by other verbal sales presentations before or after the delivery of these paper presentations.

Because buyers make _____ in their decision processes, salespeople should be prepared for it.

The term sales conversation is used interchangeably with sales call.

Which of the following is a function of Section 5 of the sales dialogue template?

When evaluating a sales proposal before submitting it to a buyer, a salesperson needs to verify if his or her sales proposal is well-written and that it:

Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product is beneficial and affordable.

The two components of the trust-based relationship selling presentation format are _____.

Jim is a newly appointed salesperson for SpickandSpan vacuum cleaners. It is his first day on the job, and he is meeting his first prospective buyer who seems interested in a product. Which of the following would be the best way for Jim to start the sales dialogue?

Which of the following is a disadvantage of using a canned presentation for sales communications?

Harry is a salesperson for Luxa, a car company. During sales dialogues with potential customers, Harry usually talks about Luxa being a premium car company that is extremely popular among the wealthiest people in the world. Harry does this to:

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 6: Planning Sales Dialog and Presentations

In the context of sales communications, canned presentations fail to capitalize on the ability to:

In the context of a sales dialogue template, which of the following is likely to be a part of the statement of follow-up action?

Unless all the stages of the ADAPT process are completed, the customer value proposition will not contain enough detail to be useful.

The last section of the sales dialogue template is building value through _____.

Which of the following arguments supports the belief that canned presentations force a purchase decision in a more expedient fashion than other types of sales presentations?

In the context of planning customer encounters, which of the following requirements should salespeople fulfill to maximize the probability of a successful outcome with buyers?

In the context of planning sales dialogues and presentations, which of the following statements is true?

Once a salesperson has an appointment with a prospect and all the objectives have been established, the salesperson should:

When scheduling an appointment with a prospect, it is a good idea to specify the amount of time needed for the meeting.

_____ are referred to as complete self-contained sales presentations on paper, often accompanied by other verbal sales presentations before or after the delivery of these paper presentations.

Because buyers make _____ in their decision processes, salespeople should be prepared for it.

The term sales conversation is used interchangeably with sales call.

Which of the following is a function of Section 5 of the sales dialogue template?

When evaluating a sales proposal before submitting it to a buyer, a salesperson needs to verify if his or her sales proposal is well-written and that it:

Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product is beneficial and affordable.

The two components of the trust-based relationship selling presentation format are _____.

Jim is a newly appointed salesperson for SpickandSpan vacuum cleaners. It is his first day on the job, and he is meeting his first prospective buyer who seems interested in a product. Which of the following would be the best way for Jim to start the sales dialogue?

Which of the following is a disadvantage of using a canned presentation for sales communications?

Harry is a salesperson for Luxa, a car company. During sales dialogues with potential customers, Harry usually talks about Luxa being a premium car company that is extremely popular among the wealthiest people in the world. Harry does this to:

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters